emerging routes to the consumer: opportunities for irish ... · emerging routes to the consumer:...
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Dr. David Hughes
Emeritus Professor of Food Marketing
Small Business Open Day 2018
Johnstown Estate Hotel
Enfield, Co. Meath, Ireland
Monday, January 23rd, 2018
Emerging Routes to the
Consumer: Opportunities for
Irish Food & Drink Producers
@profdavidhughes
www.supermarketsinyourpocket.com
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BREXIT:
A National Act
of Plebicide!
Source: Front cover of The Economist, July 21st, 2017
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Across the Globe, Big Food & Drink is Under Extreme Pressure
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Source: Credit Suisse, 2017
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France
USA
China
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In Developed “Western” Markets, Big Brands Under the Cosh
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9th Consecutive Quarterly Sales Decline for General Mills
Yoplait Sales Plummet
“Oui by Yoplai” Launched
in Premium Segment to
Claw Back Sales
More than a Whiff of Panic
in the FMCG Air!
17/18 FY
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August 31st, 2017
Sales for 2016/17 Slip 1%
(11 Quarters of Declines)
Stock Price Down 25% Since
Beginning of 2017.
Whiff of Panic in the Air!
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December 6th, 2017
July, 2017
More than a Whiff of Desperation
in Attempt to Stem Sales Declines
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Table Sauce Category UK 2017 £559 million (% change y-o-y 0.2%)
Branded Share 83% (i.e. Private Label Share 17%)
Heinz Kraft and Unilever Share of Total Table Sauce Category 56%
HK/U Combined Share of Branded Retail Sales 67% (10 of Top 10 Brands in Category)
Why Does Unilever and Kraft Heinz Bother to Compete in Slow/No Growth Market?:
• High Margin
• Brand Loyal Customers
• Cash Cow
“Big Food” Giants Battle for Share in the
Slow Growth UK Table Sauce Category
And, Now, Go Head-to-Head in Each Others Heritage Sectors! Smacks of Desperation!
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A Bargain at 10X Sales!
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Two Cheers for Kellogg’s UK: So, Why Didn’t You Do This Before?
November 30th, 2017
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Focus on New Age
Food & Drink
Investments 2017
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Epic Founded in 2013
Sales of $20m in 2015
Sold to General Mills for
$100 million January 2016
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Selection of Summer Purchases
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Sneakz in USA:
* Stealth Vegetables in Milkshakes
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Ms. Veruca Salt (Courtesy of Charlie & the Chocolate Factory)
Of All the Attributes of the Millennial Consumer, Patience is NOT One!
IF they land on your web site, how long do you have to secure attention?
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The Number 1 Global Mega Consumer Trend is the
Increasing Concern About The Health of the Family
and The Health of the Planet. When Food Shopping,
Drives Shoppers Towards “Mindful Choices”*
And a Widespread View that Big Food, Big Business, Big Government
are Part of the Problem NOT Part of the Solution
“Mindful Choices” top food trend for 2018, Innova Market Insights, Nov. 2017
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Powerful Global Consumer Trends
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Food Retailers
Respond to
Customer Concerns
About Health
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Expect Accelerated Regulation on Recycling
of Packaging in the Food & Beverage Industry
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UK and Other Markets:
We’ve Reached The Tipping
Point on Recycling Issues –
Huge Implications for F&B
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December, 2017
Advertisement in the front pages
of The Economist magazine
from a Merchant Bank advising
Prospective Customers of Ocean
Environmental Issues
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When it comes to Food & Drink
What is Ireland famous For?
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They Seek Reassurance on the Safety and Integrity of Their Food
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2017 2022 % Change
Hypermarkets 8.8 7.7 -1.1
Supermarkets 46.6 42.8 -3.8
Convenience 21.7 22.1 +0.4
Discount 10.9 14.1 +3.2
Online 5.6 7.6 +2.0
Other 6.4 5.7 -0.7
Changes* in Grocery Market Share by Channel UK 2017-2022
%
* IGD Forecast, 2017
Source: IGD, 2017 * forecasts
Shopping in “Big Barns” Less Often and Buying Less per visit.
Hard Discount, On-Line and Convenience Winning the Day
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Food Industry Analysts Predict
Tough Times for Supermarkets
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Lidl Open First USA Store
150 planned by end 2018.
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Both Aldi and Lidl have a Formidable Premium Ranges which Excelled this Christmas
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Who’s Leading the Way in
On-Line Grocery? Why?
(and don’t go to the USA
for on-line leadership!)
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Xinxin with New Baby Wang
Economics Professor with a
Banker Husband.
Lives in Apartment with In-Laws
Downtown Hangzhou City*.
Singles’ Day November 11th, 2016
She Purchased 90+ Items On-Line
Including Imported Meat**, Fruit, Wine
Alibaba Sales 11/11/16 $17.8 Billion
** Purchased an extra fridge to store frozen goods bought on-line
* G20 Global Economic Summit held in Hangzhou, 2016
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Xinxin was more
conservative in 2017.
Only 47 packages!
Here’s Delivery Boy
Wang Helping Out.
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Leveraging
French Food
Culture in
China & HK
B2C Platform
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Kantar Worldpanel and Mintel, 2017
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Walmart Trials Standalone Box to Pick-Up Groceries Ordered
On-Line. “60 second pick-up” with Unique Customer Code.
“Click & Pick” Viewed as Outstandingly Successful.
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September 22nd, 2017
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Grocery Delivery Options Proliferate in the UK
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August, 2017
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Market Capitalization of Some Major Grocery Retailers (US$ bn)*
$560 bn.
$455 bn.
$286 bn.
$22 bn.
$21 bn.
$82 bn.
$26 bn.
* as of December 8th, 2017
**
** Woolies Australia
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www.supermarketsinyourpocket.com
Market Cap Amazon $629 bn.
and Sainsbury’s $9 bn.
January 12th, 2018
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Oct/Nov 2017
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For Major Supermarket Companies around the World:
The Future is Omni-Channel.
One Product Does Not Fit All Channels!
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Supermarket Store Configuration is Changing
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Source: www.supermarketsinyourpocket.com
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Whole Foods Market, Santa Monica, CA
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For Theatre in Grocery
Retail and Food-to-Go
Concepts Take a Look
in Asia:
Here’s Ben’s in KL
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UK Food-to-Go Value to Soar in Next Five Years
2017 2022 Change CAGR*
£ billion £ billion +% +%
Food-to-Go Specialists 5.1 7.7 51 8.4
Quick Service
Restaurants
5.4 6.3 17 3.1
Coffee Specialists 2.9 4.2 45 7.4
Convenience &
Forecourts
2.7 3.6 33 6.1
Super/Hypermarkets 1.3 1.7 31 5.9
Total 17.4 23.5 35 6.2
* CAGR: Compound Annual Growth Rate
Source: IGD, UK.
2017Supermarkets are the Minor Players in Food-to-Go.
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Younger Consumers Eat Out Most Frequently in the UK
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Food-to-Go Accelerates the Convergence of Food Retail & Food Service
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Huge Hot & Cold
Beverage + Snack
Offering
The Other Day, I Popped into
a Convenience Store and Found
that it had:
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Healthy Food Offer
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Asian and Western
Food & Beverages
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Noodle Bar
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It’s a 7-11 in Hong Kong
In KL, 7-11 is a hang out
place for pensioners with
a kiosk to pay bills, post
office in addition to tea &
coffee, snacks, meals, etc.
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This “Newsagent” Chain
is a Major Vendor of Snacks
and Mini-Meals in the UK
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The Guardian
Oct. 28th 2017
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UberEats Delivery Partnership with McDonalds
in USA, Western Europe, Australia
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2016 Revenues $800 mill. Annual Loss $54 mill.
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Huge Interest in Recipe Kits Worldwide
But Jury Still Out On Financial Prospects
Blue Apron IPO Float at $10
in Late-June 2017 Drifting to
$3 per share January, 2018
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Albertsons Buys Meal Kit Service Firm Plated
in September, 2017
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Kroger Extending Own Label Meal Kit Offer to Mid-West (December 14th, 2017)
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Issues Food Firms Will Ponder in 2018
• who’s running the show? Certainly not Walmart/Tesco,
it’s the digitally adept/social media-smart consumer
• am I accessing the newer routes to the consumer?
• how transparent am I – in terms of supply chain and
corporate values (in-tune with consumer values)?
• are we satisfyingly simple – production, ingredients,
products, packaging, values?
• can we personalise our offer – producing for specific
consumers, communicating with them (e.g. in-store)?
• all matters “green” – sustainability writ large. We’re
part of the solution for society and not the problem
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CONTACT POINTS:
e-mail:
Telephone contact:
mobile +44(0)7798 558276
@ProfDavidHughes
Retail Blog: www.supermarketsinyourpocket.com